Law.com Subscribers SAVE 30%
Call 855-808-4530 or email [email protected] to receive your discount on a new subscription.
RED ZONE PURGATORY - LEGAL SALES
April 21, 2009
RED ZONE PURGATORY – How to Navigate Through the Netherworld of Legal SalesThere is a time – perhaps only a split second – between when your firm and a prospective client are engaged in a tete a tete about what to do next on a project or potential engagement. It is that moment that lies between what you and your client decide to do next and the RED ZONE. And whether the time purgatory lasts for a moment or several weeks or months, what you do during that time will determine how you fare on the other side.Before you attempt the next step, ask yourself a few questions:* Have you listened more than you've talked? Are your ideas and solutions meshing with their problems?* Have you asked questions that show what you've learned from the prospect?* Have you been sensitive to non-verbal clues?* Have you closed??? There must be a close at every interaction – this is key in all your business development and attorney marketing efforts.
RED ZONE PURGATORY – How to Navigate Through the Netherworld of Legal SalesThere is a time – perhaps only a split second – between when your firm and a prospective client are engaged in a tete a tete about what to do next on a project or potential engagement. It is that moment that lies between what you and your client decide to do next and the RED ZONE. And whether the time purgatory lasts for a moment or several weeks or months, what you do during that time will determine how you fare on the other side.Before you attempt the next step, ask yourself a few questions:* Have you listened more than you've talked? Are your ideas and solutions meshing with their problems?* Have you asked questions that show what you've learned from the prospect?* Have you been sensitive to non-verbal clues?* Have you closed??? There must be a close at every interaction – this is key in all your business development and attorney marketing efforts.
Why So Many Great Lawyers Stink at Business Development and What Law Firms Are Doing About It
Why is it that those who are best skilled at advocating for others are ill-equipped at advocating for their own skills and what to do about it?
Bankruptcy Sales: Finding a Diamond In the Rough
There is no efficient market for the sale of bankruptcy assets. Inefficient markets yield a transactional drag, potentially dampening the ability of debtors and trustees to maximize value for creditors. This article identifies ways in which investors may more easily discover bankruptcy asset sales.
A Lawyer's System for Active Reading
Active reading comprises many daily tasks lawyers engage in, including highlighting, annotating, note taking, comparing and searching texts. It demands more than flipping or turning pages.
The DOJ's Corporate Enforcement Policy: One Year Later
The DOJ's Criminal Division issued three declinations since the issuance of the revised CEP a year ago. Review of these cases gives insight into DOJ's implementation of the new policy in practice.
Blockchain Domains: New Developments for Brand Owners
Blockchain domain names offer decentralized alternatives to traditional DNS-based domain names, promising enhanced security, privacy and censorship resistance. However, these benefits come with significant challenges, particularly for brand owners seeking to protect their trademarks in these new digital spaces.